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Can Sales Uncertainty Increase Firm Profits?

The authors add to the sales management literature in three ways. First, they demonstrate that a firm can benefit from higher sales uncertainty. This is contrary to the finding from the standard principal-agent models that more sales uncertainty hurts the firm when agents are risk-averse. Second,... Full description

1st Person: Niladri Syam
Additional Persons: James D Hess; Ying Yang
Source: in Journal of marketing research : JMR Vol. 53, No. 2 (2016), p. 199
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Type of Publication: Article
Language: English
Published: 2016
Online: http://search.proquest.com/docview/1784468852
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